You have a new product. You are super excited by it, because it has all these strengths and opportunities that your SWOT outlines, it has fantastic features. But before you reach to pat yourself on the back, you have ask yourself if your (potential) customers will see it the same way.

I propose a simple exercise that will allow you to better understand your value propositions as if you were the customers, which will allow you to sell the product better. Why? Because you will already have made the connection between your features and customer benefits, so you've done most of the work for the customer. The benefits the customer can only hope would arise from your features would already be presented to them, making them ever more convincing.

So here is Inna's 4-step recipe to understanding your value proposition from the other side of sales counter.

Watch how a small exercise in a shifting your perspective will make big gains in your relationship with your customer.